I am grateful that the concept of being One-Up has resonated with salespeople and sales leaders. It’s a position that allows you to create value for your clients by helping them understand what they need to do to improve their results. Because you sell whatever you sell ...
We are happy with our current provider. Can you send me some information? Can you try me again next quarter? Your price is ...
I once had a client who was an incredibly difficult person. Each day, I visited her company to ensure we were meeting her ...
Every One-Down salesperson has a tell, something that reveals their low level of status and knowledge. A decision maker or a ...
The One-Down salesperson uses an approach that causes their prospective client to recognize they aren't someone with the ...
The major difference between One-Up salespeople and those presently One-Down is that the One-Up person creates a tremendous ...
While the One-Up approach to sales is more than just a state of mind, like all effective approaches, it starts with a ...
Some salespeople argue that there is no way to know what problems, challenges, or obstacles a client might have before ...
Most of the time, you are unaware of the voice in your head, the one endlessly chattering away. But occasionally, if you ...
One of the complaints you will hear from your clients and customers is that your price is higher than your competition's. A ...
Happy Birthday to your sales opportunity on its fifth birthday. It's been amazing to watch you share a picture of your ...
Werner Erhard would describe "the guy in the diner" as someone who has an opinion on everything without ever experiencing ...
You don't want to have a bad relationship with procurement or purchasing, but you don't want them to love you either. The ...
There are two methods of starting a sales conversation. The first way to start the conversation occurs when a salesperson ...
Without a sales culture, you will experience results that are less than they should be, including the net new revenue that ...
Most of our approaches to sales can be compared to what LTG McMaster (U.S. Army Retired) describes as strategic narcissism: ...
Customer expectations change. Technology changes. Sales changes. Yet, cold calling remains. Should it, or is it finally time ...
Nobody likes rejection. If there’s one statement I can make that I think is universal to the human experience, it’s this ...
How effective is video training? Pretty darn effective, it turns out. Learners remember an average of only 10% of the ...
Much of what you read here comes from my experience selling and leading a sales force in a highly commoditized industry. In ...
CNBC Headline: The Federal Reserve on Wednesday raised its benchmark interest rate by half a percentage point, the most ...
